Sales Management
Postgraduate
Postgraduate
MARK 5001
Postgraduate
Yes
Note: This offering may or may not be scheduled in every study period. Please refer to the timetable for further details.
010347
4.5
No
School of Marketing
Course Alert: This course is no longer available for enrolment
To develop in students a sound knowledge of the role of personal selling within the overall marketing function, and of the leadership and management responsibilities of sales managers at different levels within the sales division, in the context of selling to channel partners as well as end users.
The role of personal selling in marketing. The buyer-seller dyad and steps in the sales process. The sales presentation and negotiation skills. Technology and its impact on personal selling. Principles of sales management including selecting, training, deploying, evaluation and compensating the sales force. The role of the distribution channels in consumer and industrial marketing systems. Power and conflict in channel relationships. Customer relationship management and customer service.
Hair, J F, Anderson, R E, Mehta, R & Babin, B J 2009, Sales management: building customer relationships and partnerships, -, Houghton Mifflin, Boston, MA
Nil
Nil
Component | Duration | ||
---|---|---|---|
INTERNAL, CITY WEST | |||
Seminar | 3 hours x 10 weeks | ||
EXTERNAL, CITY WEST, DISTANCE EDUCATION | |||
External | Ongoing x 10 weeks | ||
External (Online staff consultation and discussion boards) | Ongoing x 10 weeks |
Note: These components may or may not be scheduled in every study period. Please refer to the timetable for further details.
Examination, Major Assignment, Online Weekly Discussion
EFTSL*: 0.125
Commonwealth Supported program (Band 3)
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Fee-paying program for domestic and international students
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Non-award enrolment
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* Equivalent Full Time Study Load. Please note: all EFTSL values are published and calculated at ten decimal places. Values are displayed to three decimal places for ease of interpretation.